2015 GLOBAL DIGITAL MARKETING REPORT FROM RAZORFISH

Transcription

DIGITAL
DOPAMINE
2015 GLOBAL DIGITAL MARKETING REPORT
FROM RAZORFISH
TABLE OF CONTENTS
CHAPTER 1: A GENERATIONAL CHASM 4
Marketers are underestimating the digital divide between
Millennials and Gen Xers in the United States.
CHAPTER 2: THE DIGITAL EXPERIENCE ECONOMY 11
Brands need to focus more on being useful than on being
interesting.
CHAPTER 3: SEAMLESS COMMERCE 17
Omni-channel customers still encounter a number of friction
points as they dip between online and offline platforms in search
of cross-channel convenience.
CHAPTER 4: DIGITAL CONDITIONING 25
While we usually focus on the rational benefits of technology,
digital interactions also affect us on a biological and emotional level.
CHAPTER 5: EMERGING MARKETS IN THE FAST LANE Consumers in Brazil and China have higher expectations of tech-enabled
experiences than other regions, making them important markets to watch.
31
EXECUTIVE SUMMARY
The Internet, that endless environment for creation and obsolescence, is
a strange place. Ideas that were once dominant now face irrelevance,
as new digital developments displace them. This transformation occurs
rapidly, and marketers are constantly struggling to keep up. Therefore,
in preparation for tomorrow, Razorfish took a deep dive into the qualitative
and quantitative data of four international markets (the United States,
the United Kingdom, China, Brazil) to examine the ways in which digital
technology is shifting traditional brand-consumer relationships. From
uncovering global commerce expectations to identifying the effect of
digital on our subconscious, this research set out to expose the key
trends shaping marketing.
In addition to exclusive market data, this report provides marketers with
a blueprint for how to incorporate and adapt to these critical findings in
2015 and beyond.
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EXECUTIVE SUMMARY
WE’RE NOT DRAWING BIG
ENOUGH DISTINCTIONS
BETWEEN GEN XERS AND
MILLENNIALS
Though the generation gap is
hardly more than a decade old,
U.S. Millennials and Gen Xers
have hugely different relationships
with technology. Ten years is an
eternity in Internet time. While the
differences between Millennials
and Boomers have been copiously
explored, there are interesting
differences between Millennials
and Gen Xers that have yet to be
fully uncovered. One of the most
important areas of difference is
in how they shop: 56% of U.S.
Millennials say their phone is their
most valuable shopping tool
in-store compared to just 28% of
U.S. Gen Xers.
In Chapter 1, A Generational
Chasm, we look at the digital
divide between the generations
and what this means for how they
interact with brands.
YOU BUILD LOYALTY THROUGH
USEFUL EXPERIENCES, NOT
30-SECOND TV COMMERCIALS
CROSS-CHANNEL CONVENIENCE
IS THE NEW “OMNI-CHANNEL
INTEGRATION”
Over the last few years there have
been many loud proclamations,
peppered with alarming statistics,
surrounding the death of brand
loyalty. Only one in four Americans
say they are brand loyal according
to a recent study by Ernst & Young,
something many academics blame
on the Internet. As it turns out,
loyalty isn’t dead, but digital has
fundamentally redefined what it
means. So, what does this mean?
This has profound implications
on how you communicate with
consumers—and how you spend
your advertising budget.
Today’s access-at-our-fingertips
culture means that consumers see
little difference between online and
offline shopping. What matters is
cross-channel convenience. And
yet, rather than work seamlessly
together, online and offline
customer journeys are often riddled
with easily avoidable dead ends.
Cross-channel return policies are
one major point of friction: more
than two-thirds of consumers in the
United States, the United Kingdom
and Brazil (71%, 69% and 77%)
say they will only purchase products
online when there is an option
to return them, should they be
unsatisfactory.
As discussed in Chapter 2, The
Digital Experience Economy,
people are going out of their way
to avoid advertising and, instead,
are looking to brands to make their
lives better, particularly via digital
solutions.
GOOD DIGITAL EXPERIENCES
KEEP US LOYAL, EVEN IN THE
FACE OF INFINITE CHOICE
ONLINE
We’re spoiled for choice online with
an infinite number of e-commerce
and entertainment options just a
URL away. While you’d think that
the abundance of options available
to us online would make us fickle in
our click-throughs, the overwhelming
number of choices means that when
we find an experience that works,
we’re more likely to stay loyal to it.
In Chapter 4, Digital
Conditioning, we take a look at
how digital interactions affect our
brand loyalty on a biological and
emotional level.
In Chapter 3, Seamless
Commerce, we examine the ways
in which digital disappointments
negatively impact brand loyalty.
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EXECUTIVE SUMMARY
BRAZIL AND CHINA HAVE
NOTABLY HIGH EXPECTATIONS
OF DIGITAL EXPERIENCES
In Brazil and China, Internet
penetration remains relatively low.
While you might expect that this
would result in a less-demanding
connected population, the exact
opposite is true. The people who
are online in these two countries
tend to be more tech-savvy than
their respective general populations
and, as a result, have heightened
expectations of their devices
and brands in the digital world.
Consumers in Brazil and China,
for example, hold e-commerce sites
to a higher standard than other
markets; 79% and 87% of people in
those countries, respectively,
believe that most online shopping
sites need improvement compared
to 52% in the U.S. and 50% in
the U.K..
BRAND LOYALTY ISN’T
DEAD, BUT DIGITAL
HAS FUNDAMENTALLY
REDEFINED WHAT IT
MEANS. SO, WHAT DOES
THIS MEAN?
In Chapter 5, Emerging Markets
in the Fast Lane, we examine how
digital experiences have a bigger
impact on loyalty in these markets
than one might initially believe.
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CHAPTER 1: A GENERATIONAL CHASM
Marketers are underestimating the digital
divide between Millennials and Gen Xers in
the United States.
KEY INSIGHTS:
1
Mobile dominates the Millennial shopping experience. A Millennial’s smartphone is their
key to the world. As mobile payment technology grows, mobile is going to become an
even more important part of the overall brand and retail experience.
2
Millennials draw no practical distinction between online and offline. Millennials’ constantly
connected smartphones mean they no longer see a difference between “online” and
“offline.” Technology has become an integral part of their lives, and it is how they interact
with and experience brands, even when in traditionally “offline” environments. They don’t
use media in silos. Rather, they use all of the tools at their fingertips at any given time,
regardless of the device or platform.
3
Millennials are redefining privacy expectations. When compared to Gen X, Millennials
are more likely to trust brands to protect their privacy—and less likely to think that mobile
targeting is an invasion of privacy.
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“MILLENNIALS EMBRACE AND ENGENDER NEW
TECHNOLOGIES. THEY INFLUENCE THE TRENDS AS
MUCH AS THEY ADJUST TO THEM.”
— William Lidstone, Global CMO at Razorfish
Though the generation gap is hardly more than a decade, Millennials
and Gen Xers in the United States exhibit behaviors that are worlds
apart. While the differences between Millennials and Boomers have
been copiously examined, there are interesting differences between
Millennials and Gen Xers that have yet to be fully explored. Nowhere
is this more clear than in how they engage with technology, from
the way they use the smartphones in their pockets to the data they
give to brands. Millennials are far more engaged with the technology
around them than their slightly older peers, almost to the point of
dependency. Mobile devices, in particular, are essential to how
Millennials shop and buy, drawing a clear line in the sand between
the generations.
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MILLENNIALS ARE CHANGING THE
GAME, AS MOBILE DEVICES ARE
ESSENTIAL TO HOW THEY SHOP AND
BUY
“I am interested in using mobile
payment technology”
Percentage of Millennials who have a
smartphone
U.S.
U.S.
MILLENNIAL
GEN X
U.K.
MILLENNIAL
GEN X
U.K.
83%
90%
YOUNGER SHOPPERS ARE MORE
LIKELY TO BE SMARTPHONE
SHOPPERS
Forget helpful salespeople or good
old intuition: Millennials rely on
that screen in their hands. Fifty-six
percent of U.S. Millennials say
their phone is their most valuable
shopping tool in-store—compared
to just 28% of U.S. Gen Xers.
Additionally, 59% of U.S. Millennials
use their device to check prices
while shopping compared to 41% of
U.S. Gen Xers. Even a young Gen
Xer like Marisol, 34, a New York
City-based mother of two, finds
such comparison shopping “too
time consuming,” while Millennials
take advantage of the latest tech to
make it a breeze. Says Jason, 22,
a law student at UCLA, “There’s a
barcode scanner where you can
scan any item and it takes you
directly to Google Shopper, and
Google Shopper will find you the
cheapest price. And you say ‘Hey,
I’m paying $50 at Macy’s for this
comforter. It’s on eBay right now,
brand new, for 20 bucks. I don’t
need it right away. I don’t mind
waiting. I’ll purchase it on eBay.’”
U.S. Millennials are also looking
forward to whipping their smartphones out more frequently in the
future: 66% of them are interested
in mobile payment technology
compared to 46% of their older Gen
X peers. Millennials like Charlie, 29,
U.K., love the convenience of mobile
payment, saying, “You don’t have
to go to a till. You can go to one of
these people floating around—and
just say I want to buy these headphones … scan it with your phone,
with the camera, and then you’ve
paid for it already. So it’s, yeah, a
massive plus. Definitely I’d say that
“My phone is my most valuable
shopping tool when I’m in a store”
66%
46%
60%
50%
if brands started doing that it would
make my shopping experience 10
times better.”
MILLENNIALS ARE REDEFINING
THEIR PRIVACY EXPECTATIONS
IN THE U.S.
These generation gaps are less
evident in Brazil, China and the
U.K., especially when it comes
to privacy concerns. In the U.S.,
however, Millennials are much less
concerned about privacy than
their older neighbors. Why?
A combination of trust and
resignation. Seventy-four percent
of U.S. Millennials trust brands
to protect their privacy compared
to 63% of Gen Xers. Others have
simply lost faith in their ability to
control privacy and are looking
for the silver lining. Millennials like
Kamilla, a 33-year-old Londoner
working in the fashion industry,
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U.S.
MILLENNIAL
GEN X 28%
U.K.
MILLENNIAL
GEN X 25%
56%
42%
appreciate the two-way benefit of
giving a brand their information. “It’s
helping the brand to actually see
what type of customer I am. And
again they send me offers to that,
but it also helps the shop, which
I’m going to buy my shoes from.
They’re going more personal now,
and this is what I like,” says Kamilla.
Though the numbers are still high,
fewer U.S. Millennials are concerned
with mobile privacy. Seventy-five
percent feel that brands targeting
people on their mobile phones is
an invasion of privacy compared to
83% of U.S. Gen Xers.
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MILLENNIALS IN THE U.S. ARE LESS CONCERNED ABOUT THEIR PRIVACY, WHICH LIKELY
CONTRIBUTES TO THEIR HIGHER LEVELS OF ENGAGEMENT WITH BRANDS ONLINE
“It’s an invasion of privacy when brands
target me on my mobile phone”
MILLENNIAL
GEN X
75%
83%
WE’RE ALL BECOMING DEPENDENT ON TECH, BUT MILLENNIALS HAVE A MORE EMOTIONAL
RELATIONSHIP WITH THEIR
DIGITAL DEVICES THAN GEN
XERS
Sometimes, our interactions with
technology border on obsession, no
matter what demographic cohort
we fall in. Seventy-eight percent of
U.S. Millennials and 72% of U.S.
Gen Xers admitted to often feeling
dependent on technology. Sometimes, it happens because of specific
functions on a smartphone. Fiftythree percent of U.S. Millennials say
they don’t know how they ever lived
without certain apps—compared to
41% of U.S. Gen X respondents. “So
much of my technology shapes how
I go about every single moment of my
day,” says Ryan, 41, when asked how
he would respond to losing access to
his current technology. “I would have
to find new things to replace them,
which is a scary thought.”
“I trust most brands to protect my
privacy”
MILLENNIAL
GEN X
74%
63%
For younger technology users,
it’s the endorphin rush that likely
creates the tie to tech, along with
the promise of connecting with
others. Seventy-two percent of U.S.
Millennials get excited when they
get a text message or notification on
their mobile phone. U.S. Gen Xers,
at 50%, are a bit more taciturn.
GEN X MANAGERS UNDERESTIMATE THE EMOTIONAL CONNECTION MILLENNIALS HAVE WITH
TECHNOLOGY
Millennials outpace their Gen X
counterparts in nearly every digital
activity on a daily basis, from social
networking to streaming media. And
they continue to look for more ways
to integrate technology into their
lives. Sixty-three percent of U.S.
Millennials wish they could control
their household devices over the
Internet compared to half of Gen X
respondents in the United States.
Gen X lags behind the younger
Millennial cohort both in ownership
of smartphones and in how widely
they apply technology in their lives.
While 83% and 90% of Millennials
own smartphones in the U.S. and
U.K., only 64% and 82% of Gen X
respondents in the same countries
own a device. Meanwhile, Millennials are more likely to have apps that
touch different industries (80% in
U.S., 77% in U.K.) than Gen Xers
(64% in both countries). Asked for
the perfect way a brand could interact with him, Charlie, 21, pointed
to apps: “Definitely have an app. I
like the whole idea of notifications
coming through, because that’s
something that doesn’t annoy me—I
come to look.”
MILLENNIALS IN THE U.S. AND U.K.
ENGAGE FAR MORE WITH DIGITAL
ACTIVITIES ON A DAILY BASIS THAN
THEIR OLDER COUNTERPARTS
Gen Xers
Millennials
Use social networking sites
62%
U.S.
61%
U.K.
77%
77%
Watch short online videos
U.S.
18%
U.K.
18%
42%
39%
Stream music
20% 36%
U.S.
U.K.
9% 21%
Stream movies or TV shows
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U.S.
10%
U.K.
5% 16%
|
30%
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MOBILE APPS ARE PARTICULARLY IMPORTANT TO CONSUMERS WHEN IT
COMES TO FINANCIAL SERVICES, AND THE INDUSTRY DELIVERS A RELATIVELY
FAVORABLE EXPERIENCE
APPAREL
AUTOMOTIVE
FINANCIAL
SERVICES
FOOD &
BEVERAGE
TRAVEL /
HOSPITALITY
Importance
of mobile
app
27%
25%
50%
18%
32%
Familiarity
of mobile
app
25%
26%
51%
21%
36%
23%
25%
43%
23%
31%
Rating of
mobile app
Similar patterns
emerge across
the U.K., Brazil
and China
In the U.S., ratings for
mobile apps are highest
for financial services
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CASE STUDY
Great Eastern Insurance:
Mobile apps to forge a deeper connection
In 2012, Singapore- and Malaysia-based life insurance group Great
Eastern launched a free mobile application to help people develop
healthy new behaviors and habits, as part of a wider brand strategy
review. Based on the insight that it takes 21 days to truly change
behaviors or create habits, the Great Eastern 21 Days iPhone
application lets users set a goal (such as “go to the gym every day”)
and then commit to a loved one that they’ll reach it. The app then
sets daily reminders to keep users motivated and lets them share
their goals with friends through Facebook and Twitter.
“Over the last few years there has been a definite shift towards
developing tools that help us be more useful,” notes Veronique
Meffert, Head, Group Digital Marketing, for Great Eastern.
“The 21 Days App was initially a sort of test to see what the
response to a mobile app that wasn’t insurance related from an
insurance company would be. We were overwhelmed by the
fact that people really liked it; research showed that people found
it really useful.”
The app is part of a wider strategy by the company to “Use digital
to develop new touchpoints and increase engagement with
consumers.” As Meffert notes: “Normally people only think about
insurance at unhappy moments; we want to be there in between
the unhappy moments and help you live a happier life.” This
means talking to your consumers on a more personal level and on
the platforms they naturally gravitate to. “We engage differently
on different channels with different target groups. YouTube, for
example, is targeted more at 20- to 30-year-olds, and has been a
very useful way for us to reach a younger consumer group that
might typically not want to engage with a 106-year-old insurance
company. We created a channel on YouTube called Live Great TV,
which addresses topics like dating. It has around 25,000 subscribers,
which is a lot for Singapore. Instagram, Facebook and LinkedIn have
also become very important touchpoints with very good returns.”
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APPLIED INSIGHTS
1
Plan for the Gen X / Gen Y digital divide. Millennials lead the pack when it comes to the
adoption of technology, outpacing their Gen X counterparts in nearly every digital activity
on a daily basis. Gen X-led organizations need to ensure that their brand experiences
align with Millennials’ tech-led lives and that digital isn’t simply an afterthought in the brand
planning process.
2
Target carefully and with purpose. Although many U.S. Millennials understand that
targeting has become the natural order of things, three-quarters still believe that targeting
on their phone is an invasion of privacy. Brands should ensure that the targeting they
engage in feels useful and light, so as to avoid being labeled invasive.
Love stats about Millennials? Drop a note to digitaldopamine@razorfish.com for more insights on the
generational chasm.
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CHAPTER 2: THE DIGITAL EXPERIENCE ECONOMY
Brands need to focus more on being useful than on
being interesting.
KEY INSIGHTS:
1
Consumers are actively avoiding advertising. Consumers in all four markets (United
States, United Kingdom, Brazil, China) report doing anything they can to avoid seeing
advertising, and many are utilizing tools like DVRs to help them succeed.
2
Advertising is most effective when it is part of a value exchange. Consumers are now
aware of how much their attention is worth to marketers, and they expect to be rewarded for it. They look to be compensated with loyalty programs, free content or useful tools
that solve problems.
3
Brazil still has a cultural affinity to traditional advertising. Interestingly, Brazil remains more
receptive to advertising than any of the other markets. Fifty-seven percent of Brazilian
consumers endorse TV, radio and print ads as the most influential source of advertising.
Therefore, it is important to understand that adding value means different things to different cultures.
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“IN AN AGE OF RADICAL TRANSPARENCY,
ENABLED BY CONSUMER EMPOWERING
TECHNOLOGIES, THE QUALITY OF THE
PRODUCT AND EXPERIENCE IS ELEVATED.”
— Ray Velez, Global CTO at Razorfish
If there’s a consumer motto for advertising, it may be “What have you
done for me lately?” It’s estimated that consumers are exposed to
over 5,000 brand messages a day and don’t have the time or energy
to care about most of them. And they are increasingly savvy at
deflecting disruptive advertising. If you want to get people’s attention,
then you’d better be giving them something more valuable than a
funny commercial or an amusing tweet in return. Eighty-six percent of
consumers in the U.S. say they value brands that are useful over
brands that are interesting. The most successful brands are those that
are becoming truly user-centric and designing services that help make
people’s lives better.
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FUNCTIONAL VALUE
“I prefer brands that are useful over brands that are interesting”
86%
79%
CONSUMERS ARE GOING
OUT OF THEIR WAY TO AVOID
ADVERTISING
The importance of being useful rather
than simply being interesting is even
more pronounced when you look at
the extent to which people are going
out of their way to avoid advertising.
Over half of consumers in the U.S.
and U.K. and 69% of consumers in
China say they do anything they can
to avoid seeing ads. What’s more,
they’re actively availing themselves
of technology to do so, with a
majority of TV lovers using a DVR
to skip through ads (U.S.—65%,
U.K.—73%, China—81%). Online
video watchers, like 39-year-old
Stuart, feel the same way about
pre-roll advertisements on YouTube,
saying, “There’s nothing worse …
if you want to watch something on
YouTube, and an advert comes up.
The first thing I do is skip it.”
81%
88%
The proliferation of channels has
also led to a proliferation of
advertisements that is further
exasperating people. Over 75% of
consumers in all four markets say
they hate hearing or seeing ads
multiple times on radio, TV or online.
As Stuart notes, “You’ve shown
it to me! I’ve seen it on Facebook.
I don’t need to see it on Twitter. I
don’t need to see it on the telly. I
don’t need to see it in the paper. I’ve
seen it.”
While frequency is known to
increase brand or product recall,
there is a point where it starts to be
detrimental to the brand. Negative
emotions begin to be associated
with the forced repetition.
MAKING LIFE EASIER
“It is important that brands make
my life easier”
“The best mobile apps are ones that
make my life easier”
81%
89%
77%
95%
92%
80%
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87%
96%
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13
TRADITIONAL ADVERTISING
ISN’T JUST IRRITATING—IT’S
INCREASINGLY INEFFECTIVE
Word of mouth is the most
influential driver of purchase
decisions across industries, and
regions with consumers rate it
more important than traditional
advertising. This is particularly
noticeable in China, where 79%
of consumers described word of
mouth as an important source of
information—compared to only 20%
when it came to traditional advertising (TV, radio, print).
Twenty-three-year-old Chinese
consumer Irene states, “Advertising
doesn’t really influence my
decisions; I am more likely to rely
on my friends.”
BRAZIL IS AN OUTLIER WHEN
IT COMES TO ADVERTISING
TRENDS
While the death knell of traditional
advertising appears to be ringing
loudly around the world, it should
be noted that Brazil remains more
receptive to advertising than other
markets. Fifty-seven percent of
Brazilian consumers endorse
TV, radio and print ads as most
influential, while consumers from
most other markets say third-party
endorsements work better than ads.
Further, 83% of Brazilian consumers
say ads give them ideas about
things they want to buy compared
to just 58% of people in the U.K.
And only 49% of Brazilians prefer to
skip through ads with DVRs versus
the 73% in the U.K. and 81% in
China.
While Brazil is still more receptive to
traditional advertising than other
markets, there is a still a move
toward brands trying to be useful
and provide services. However,
it’s important that brand-created
tools in a market like Brazil retain a
sense of fun. Caio Del Manto, Head
of Brand Strategy and Creative
Excellence for LatAm, Mondelez,
says that while “brand-created tools
and services will grow a lot in the
future, they need to be interesting as
well as useful. Usability alone won’t
be successful in Brazil. People love
to consume brand content. They
want to have fun. The challenge is
to be useful while being fun.” Del
Manto adds that, ultimately, “It’s all
about experiences. What kind of
relationship do we want to create
with people, and how can technology
help in this sense? It doesn’t matter
how exciting the tech is if the
experience isn’t interesting.”
THIRD-PARTY CONSUMER ENDORSEMENTS ARE MORE INFLUENTIAL THAN
TRADITIONAL ADVERTISING
Purchase decision influences ranked
Word of mouth
1st
1st
1st
1st
Online reviews
from other
consumers
2nd
2nd
3rd
2nd
Online reviews
from industry
experts
3rd
3rd
5th
4th
Traditional
advertising (TV,
radio, print)
4th
4th
2nd
5th
Social media
posts from
friends/family
5th
5th
4th
3rd
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ADVERTISING NEEDS TO BE
PART OF A CLEAR VALUE
EXCHANGE
rewarded for loyalty. That’s very
important to me.”
People don’t mind advertisements
if they’re part of a clear value
exchange. For example, 70% of
consumers in the U.S. and U.K. and
77% in China don’t mind seeing
advertising in order to access free
content online.
Those rewards can take various
forms, from the purely financial to
the more emotional. Ryan, a
musician from New York City,
explains, “I follow brands on social
media more for deals than ‘being
the first to know’ about something.”
But while financial incentives are
important, people are looking for
more from brands than simply
discounts and coupons. Over 80%
of consumers in the U.S. say that
it’s important that brands make their
lives easier—in Brazil that figure is a
massive 95%.
The nature of this value exchange
becomes more important further
along in the consumer journey.
Seventy-two percent of Americans
and 92% of Brazilians say it’s
important for brands to reward you
for being a loyal customer.
Consumers like Jason, a 22-yearold from Los Angeles, feel loyalty
rewards build their relationship with
the brand and motivate them to
keep buying the brand’s products.
He describes his appreciative
experience with his favorite car
brand, Range Rover. “Even though
you’re making a deal, you’re kind
of like friends, you know, in a sense
where you say okay, three years ago
you bought this Range Rover from
me, so you know what? I’m going
to talk to my manager and try to get
you [money] off this year’s model …
because you’re a loyal customer,
and we see that. I like being
IMPORTANT FOR BRANDS TO...
Reward you
for being a
loyal customer
72%
64%
Have loyalty
programs
72%
Have offers and
promotions
65%
50%
71%
92%
ADVERTISING, AS WITH OTHER
BRAND TOUCHPOINTS,
SHOULD PROVIDE CONSUMERS
WITH SOMETHING OF VALUE
89%
96%
“The best mobile apps are ones that
make my life easier”
70%
71%
70%
54%
62%
75%
77%
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APPLIED INSIGHTS
1
Provide a return on attention. For today’s consumers, time can be more valuable than
money. If people are going to spend time on a brand, they expect to be rewarded for it.
Marketers need to calculate the return on attention their advertising provides. If you can’t
come up with a decent answer, you may need to reassess your marketing program.
2
Make yourself useful. Brands need to offer their customers services beyond core
products and add some real value to peoples’ lives, if they are not already. Consumers are
more likely to stick with a brand if they feel it makes their lives easier.
3
Reward your loyalists. With more options and transparency than ever before, consumers
don’t have much reason to stay loyal. Therefore, it is imperative that brands continually
incentivize and reward purchases.
Useful > interesting. We’ve got the stats to prove it. Email digitaldopamine@razorfish.com to learn more about
the digital experience economy.
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CHAPTER 3: SEAMLESS COMMERCE
Omni-channel customers still encounter a number of
friction points as they dip between online and offline
platforms in search of cross-channel convenience.
KEY INSIGHTS:
1
Digital is the new storefront. A good e-commerce site is not just a nice-to-have; it has a
major impact on your brand. The numbers speak for themselves: 84% of people in
Brazil and 92% of people in China say that a bad brand website negatively impacts their
opinion of the brand. Seventy-three percent and 79% of people in the U.S. and U.K.,
respectively, agree.
2
Current e-commerce experiences fall short of expectations. Even with the massive
accomplishments made in the evolution of commerce, consumers are still not
impressed. Current e-commerce experiences, return policies and shipping options
are falling flat in cultivating satisfied customers.
3
Consumer journeys are peppered with dead ends. Although consumers no longer view
a distinction between online and offline brand channels, brands are not yet structured
to support this outlook. This creates a tension between what consumers want and what
brands are providing, forcing consumers to jury-rig solutions.
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“COMMERCE IS EVERYWHERE WILL
BE EVERYONE’S EXPECTATION.”
— Paul do Forno, SVP E-commerce at Razorfish
Consumers see little difference between online and offline shopping.
What matters is cross-channel convenience. And yet, rather than work
seamlessly together, online and offline customer journeys are often
riddled with dead ends, both customer-made and brand-made. While
in-store behavior shows consumers distracted by their smartphone—or
perhaps using it to make them smarter shoppers—online behaviors
show that the stores themselves, and their e-commerce presences, are
often the biggest deterrent to conversion.
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E-COMMERCE IMPROVEMENT
SHIPPING / RETURN
“Most online shopping sites need
improvement”
“Shipping price determines whether or not I will purchase a product online”
88%
52%
50%
79%
87%
Despite having a world of data
at their fingertips, online retailers
still can’t seem to meet, let alone
exceed, consumer expectations. A
majority of consumers still believe
that most online shopping sites
need improvement, and people
continue to make online purchase
decisions cautiously, illuminating
pain points throughout the process.
As developing nations fully embrace
e-commerce, they simultaneously
hold online retailers to a higher
standard, expecting top-quality
experiences on every website they
visit—and often are disappointed.
And this is true of every industry we
surveyed. Although there is much
room for improvement for every
category, some industries showed
72%
“I only buy products online that I have the option to return”
71%
ONLINE RETAIL STILL FALLS
SHORT OF CONSUMER EXPECTATIONS, PARTICULARLY IN BRAZIL
AND CHINA
90%
85%
massive gaps in importance and
digital rating. Digital experiences for
financial services and travel were
thought to be of utmost importance,
but not many consumers thought
they were succeeding.
RETURN POLICIES ARE A SERIOUS FRICTION POINT IN THE
CONSUMER JOURNEY
Rigid return policies appear to be
a common friction point across both
the offline and online consumer
journey. Return policies are an
example of giving power to the
consumer, and a number of
digital-first brands, like Amazon and
Zappos, have set high expectations
by putting shoppers in the driver’s
seat. When other brands fail to
meet these expectations, customers
are understandably annoyed. As
Alyssa, 21, New York City, notes,
return policies rarely seem aligned
77%
69%
to her lifestyle: “The thing that is so
disappointing is the return policy.
You know, I’m busy, I don’t have
time to return my items within two
to three weeks.”
An inflexible return policy is also a
major reason why many consumers
are unwilling to take a leap of faith
when buying things online. Chris in
Los Angeles, 21, explains that the
return policy is an important factor
before deciding whether to buy
online: “Online you always expect
to get things cheaper, but you can’t
really trust how you see them. So
first thing I always look at is like the
return policy. If they have a good
one, no worries.” Chris is far from
unusual: more than two-thirds of
consumers in the U.S., U.K. and
Brazil (71%, 69% and 77%) say they
will only purchase products online
when there is an option to return
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61%
them, should they be unsatisfactory.
But retailers shouldn’t be scared
of consumers like Chris, who take
advantage of free returns—they
could turn out to be your most
valuable customers. In fact, Zappos,
which offers free 2-way shipping
and a 365-day return policy, has
publicly claimed that clients buying
the more expensive shoes have
a 50% return rate, but that the
continued loyalty of these customers
is worth the initial loss.
In China, where e-commerce has
been more widely accepted for
a longer time, consumers seem
less concerned about making an
unsatisfactory purchase. Sixty-one
percent of consumers in China
say they will purchase products
online only when there is an
option to return them. However,
while customers in China may be
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more willing to take the initial risk,
retailers should be aware that the
return policy still affects future
loyalty. China resident Bang, 27,
reveals that a company’s return
policy “directly impacts my second
purchase.”
A BAD E-COMMERCE SITE
SEVERELY IMPACTS CONSUMER
PERCEPTIONS OF BRANDS
Consumers in more developed
countries have been slower to jump
to online shopping outlets. Where
only 51% of U.S. and 49% of
U.K. citizens say they wish they
could make all of their purchases
online, that number skyrockets in
Brazil and China (74% and 82%,
respectively), where formal, in-store
retail might not be as plentiful.
However, although Brazil and China
are more eager to rely exclusively
on e-commerce, they are also
much harder critics of said Internet
shopping sites. In fact, 84% of
people in Brazil and 92% of people
in China say that a bad brand
website negatively impacts their
opinion of the brand. In the U.S.
and U.K., the numbers drop to 73%
and 79%. Therefore, it is extremely
important to consider the message
your website sends as we move
toward the future of digital shopping.
Even very talented brand marketers
can undermine all of their efforts
and media spend with a poor site
experience.
DIGITAL PRESENCE (U.S.)
APPAREL
AUTOMOTIVE
FINANCIAL
SERVICES
FOOD &
BEVERAGE
TRAVEL /
HOSPITALITY
Importance
of digital
presence
38%
35%
57%
30%
55%
Rating
digital
presence
21%
12%
21%
17%
20%
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CASE STUDY
Marks & Spencer:
Addressing omni-channel convenience
via an experimental digital lab
In 2013 Marks & Spencer, a major British retailer known colloquially
as M&S, opened a Digital Lab to help it develop and exploit
technology to create a leading omni-channel offering. The Digital
Lab makes use of lean start-up techniques to move quickly: its
modus operandi is to build, measure, learn and iterate.
Hemal Kuntawala, product manager of M&S Digital Lab, explains
that one big challenge for M&S is its large range of products.
The company sells everything from socks to sofas: very different
products that are bought by consumers in very different ways
but sold via the same one-size-fits-all experience online. “We’re
not content with the status quo of retail—both the online and
offline experience—and we want to evolve it,” explains Kuntawala.
“We want to make retail very easy for our customers and let them
browse in the way they want on whatever device they want.”
Digital Lab goes about re-evaluating the retail experience by first
identifying its key problems. “We look at customer behavior and
speak to customers in order to find out where the pain points are
both in-store and online,” says Kuntawala. “We spend a lot of time
talking to people in the business. Getting insight from everyone
from sales people in-store to the people who manage the website.”
Big data is an important part of this process, but, as Kuntawala
stresses, “big data generally also does need to be coupled with
qualitative insights.”
After identifying key problems, Digital Lab then goes about trying
to solve them by way of different experiments. One of the most
recent experiments was around men’s formal shirts, a category the
team hypothesized was underperforming when it came to online
sales because there wasn’t a dedicated purchase experience for
them. Rather, if you wanted to buy a formal shirt from M&S, you
went to the same marksandspencer.com you went to if you wanted
to buy some garden furniture. “But if you know your neck size and
fit, you should be able to buy formal shirts online very easily. So we
thought this would be one area where we would be able to increase
conversion,” explains Kuntawala. After doing research around how
customers bought formal shirts, the team started to think about the
sort of shirt-buying experience they’d go about designing if shirts
were the only thing M&S sold. The outcome was a domain-specific
e-commerce experience that is now outperforming the main
e-commerce experience.
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M&S Digital Lab considers what it does to be problem-solving
rather than “advertising” in the traditional sense of the word. “From
my perspective, we’re here to solve problems for customers, and
that’s pretty much it,” states Kuntawala. But while the Digital Lab
is currently separate from the marketing department, there are
growing overlaps between the two groups. Style Board, for example,
a social outfitting experience developed by Digital Lab as a tool
to help online with discovery and inspiration, ended up later being
heavily leveraged by the retailer in its marketing. What’s more, Peter
Wright, a designer at M&S Digital Lab, explains that Style Board
went from being simply a useful product to a “useful product that
could change brand expectations. Style Board attracted a slightly
younger demographic than our usual customer—which was
interesting to see because that is what we were trying to achieve
from a marketing point of view.”
apps that veered towards the gimmicky or glitzy rather than
tools that solved real problems,” notes Wright. “Now, however,
they’re starting to think a lot harder about how to solve
marketing imperatives with services.”
As digital experiences prove to have an increasingly powerful effect
on brand perceptions, they’re becoming a more important part of
the branding and marketing mix at M&S. “At first, the advertising
team would come to the Digital Lab with requests to build tools and
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E-COMMERCE DISAPPOINTMENTS TELL CONSUMERS YOU
DON’T WANT THEIR BUSINESS
Perhaps because they expect a
good e-commerce experience from
every brand, consumers in Brazil
and China feel there is room for
improvement with most shopping
sites. Seventy-nine percent of Brazilian and 87% of Chinese shoppers
would prefer better experiences with
e-commerce sites. In the U.S. and
U.K., however, people seem to be
more pleased with what they’ve got.
Only 52% of Americans and 50% of
U.K. citizens feel that most shopping
sites need improvement.
In the U.S. and the U.K., shoppers
prioritize ease of use—both online
and when it comes to returns—when
judging a website. “Websites should
be obvious and clean-cut. Not so
many hoops to go through. Cleancut, to the point, like I’m walking
through the store and buying it—
that’s what e-commerce should be,”
says U.K. shopper Charlie.
excellent compared to 63% in the
U.S. and Brazil and 58% in the U.K.
China resident Hoyt, 28, agrees that
“most companies’ online websites
are really rough and behind.”
The disappointments, wherever
they’re happening, send a negative
message to customers that the
brand may not be totally on-board
with digital. “Tesco has the most
rubbish website. It freezes all the
time,” says U.K. shopper Rachel.
“I feel like Tesco’s website doesn’t
want to be used.”
Soon the consumer’s mobile device
will become the center of the
commerce experience, if it hasn’t
already. As early as 2012 over half
of U.S. consumers said they had
stopped an in-store purchase
as a result of using their mobile
phone, according to the Interactive
Advertising Bureau. Razorfish’s data
shows even more reliance on the
new first screen.
EARLY ADOPTERS DEPEND HEAVILY ON THEIR PHONE WHEN SHOPPING IN STORE
Gen Xers
Millennials
“I frequently
price check
items on
my phone
while I am
in the store”
“I often
scan QR
codes”
“My phone
is the most
valuable
tool when
I’m in a
store”
64%
67%
68%
30%
42%
46%
48%
36%
15%
32%
56%
43%
22%
13%
63%
65%
53%
49%
25%
25%
63%
25%
65%
54%
Still, China seems the least satisfied
with its e-commerce options.
Consumers there rated 88% of all
e-commerce experiences below
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APPLIED INSIGHTS
1
Empower your customer. Inflexible returns policies, in particular, are a major point of
friction in both the online and offline retail experiences. A good return policy is an easy
way to differentiate your brand from the competition, build loyalty and earn trust.
2
Design for the digital blur. If consumer journeys criss-cross between online and offline,
then your retail experience should reflect this. Map some prospective customer paths through
various platforms and devices to understand how shoppers’ lives unfold and
intersect with your brand, and remember to prioritize mobile throughout this journey.
Seamless commerce matters. Help us help you. Connect with the Razorfish team at digitaldopamine@razorfish.com.
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CHAPTER 4: DIGITAL CONDITIONING
While we sometimes focus on the rational benefits
of technology, digital interactions affect us on a
biological and emotional level.
KEY INSIGHTS:
1
Consumers admit to technology dependence. Over three-quarters of consumers in all
four of the markets surveyed admitted to often feeling dependent on technology. Many
elements are cited for the development of this dependence, including utility, connectivity
and the positive emotions they associate with it.
2
We’ve been exposed to digital classical conditioning. As proven by Pavlov, repeatedly
pairing two cues can elicit a classically conditioned response. This is equally true for
many consumers who use smartphones—the light or sound emitted from the device
triggers a response of immediate attention.
3
Instant gratification is not always preferred. Remarkably, consumers in all four markets
reported more excitement when receiving a purchase in the mail than when buying in the
store. This illuminates an interesting aspect of shopping that is specific to e-commerce—
the power of pleasurable anticipation and delayed gratification.
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“TECHNOLOGY HAS CHANGED EVERYTHING.
INCLUDING OUR BRAINS.”
— Grant Owens, GVP Planning at Razorfish
A great deal has been written about how technology has given
consumers the ability to research products more thoroughly and make
better-informed purchase decisions. Certainly, the Internet has made
us more sophisticated shoppers: a recent PricewaterhouseCoopers
study found that 80% of consumers look at online reviews before
making major purchases. In many product categories, like automotive,
that number is significantly higher.
Arguably, all of this research leads to buying decisions that are based
more on objective information than irrational brand loyalty. While it is
true that the Internet has peppered the path to purchase with facts,
reviews and data, it would be wrong to think that technology has made
us more rational shoppers. Indeed, the neurological aspects of digital
interactions are giving rise to new forms of impulse shopping.
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BRANDS CAN CAPITALIZE ON THE CONSUMER EXCITEMENT GENERATED FROM RECEIVING ONLINE PURCHASES AND DIGITAL COMMUNICATIONS
“I am more excited when my online purchase arrives than when I buy things in store”
76%
OUR TECH-DEPENDENCY
HAS FORGED A NEW SET OF
EMOTIONAL CUES
It’s hard to overstate just how
important technology is to our daily
lives. Three-quarters of people in
the United Kingdom and the United
States say they often feel dependent
on technology; in Brazil and China
those figures are even higher, at
79% and 87%, respectively. Our
tech addiction isn’t just about the
convenience of having a wealth of
information and social connections
at your fingertips: there’s a highly
emotional element to it. Admit it,
when your phone goes “ding!” and
you see that you’ve got a new text
message, it’s hard to stop yourself
from reaching for your phone, no
matter what else you may be doing.
Turns out you’re not the only one
hooked on digital dopamine.
Sixty-two percent of people in the
72%
73%
U.S. and Brazil admit to getting
excited when they get a text or
notification on their phone, with
China and the United Kingdom
trailing only slightly behind at 59%
and 55%.
the U.S., 72% in the U.K. and 73%
in Brazil say they are more excited
when their online purchases arrive in
the mail than when they buy things
in store. As Raine, 43, Los Angeles,
notes, “It’s nice to get something
fun in the mail because all I get in
the mail are bills.” The pleasure of
anticipation is even more heightened
in China, where 82% of people
are more excited about online
purchases than in-store buys.
ENGINEERING ANTICIPATION
IN AN AGE OF INSTANT
GRATIFICATION
While it might seem logical to
assume that an age of instant
gratification means we want what
we want immediately, that isn’t
always the case. Sometimes
immediacy isn’t enjoyable. While
one might presume that waiting
for purchases to arrive is a
disadvantage for online shopping
versus shopping in-store, it appears
that people actually enjoy the
anticipation involved in waiting
for purchases to be delivered.
Seventy-six percent of people in
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82%
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ADMIT IT, WHEN YOUR PHONE GOES
“DING!” AND YOU SEE THAT YOU’VE
GOT A NEW TEXT MESSAGE, IT’S HARD
TO STOP YOURSELF FROM REACHING
FOR YOUR PHONE, NO MATTER WHAT
ELSE YOU MAY BE DOING.
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CONSUMER PSYCHOLOGY
BEHAVIORAL ECONOMICS
Habits Form Faster
Online
Pavlov’s Proof Is
in Our Pocket
Dr. Susan Weinschenk, a
psychologist and founder of the
Weinschenk Institute, explains
that the reason so many of us
seem to be at the constant beck
and call of our smartphones
is because the unpredictable
nature of when you might
receive a text message, coupled
with the visual and/or auditory
cue, builds up a classic
conditioned response. Basically,
we’re all Pavlov’s dog, except,
instead of salivating when we
hear a bell ring, we reach for our
smartphone: “When you hear
that beep, or you see something
flash, your arm will start to reach
for the phone before you’re even
consciously aware that you
heard it; that’s how ingrained it
can become.” Weinschenk notes
that the conditioned response is
often coupled with the fact that
some, or most, of the messages
you receive are rewarding. They
are good news or something
interesting, which reinforces the
whole thing from a neurochemical point of view.
Dr. Weinschenk explains that
the reason we get excited when
our online purchases arrive is
because the parts of the brain
that act as a reward system are
more active with anticipation
than the actual getting of the
reward. Just think, for example,
of the last vacation you took:
wasn’t the anticipation of your
holiday better than the airport
security lines, packing and
family squabbles? Indeed, a
2010 Dutch study found that
the largest boost in happiness
from vacations comes from
the simple act of planning
Dr. Susan Weinschenk, founder
of the Weinschenk Institute
and YouTube’s resident “Brain
Lady,” explains that it’s easier to
become loyal to an online retailer
versus an offline retailer because
we can form habits a lot more
quickly online. “If I can think, ‘I
need a new pair of slacks,’ and
I can go online and click on a
button to buy slacks, it’s much
more likely I’m going to become
loyal to, if not a brand then at
least a site.” She notes that
online shopping habits tend to
be strongly ingrained. “People
have websites they go to when
they shop. They have their ‘go-to
methods’ for buying certain
categories of things, and getting
them out of that habit once it
is set is actually pretty tough.
It’s going to take a lot to get
someone to switch once a habit
has been established. You can
get them to switch, but it is hard
when it becomes a ritual.”
it, with the effect of vacation
anticipation boosting happiness
for eight weeks.
Weinschenk notes, however,
that the brick-and-mortar retail
experience is largely devoid of
anticipation: “There is some
anticipation about going to the
store, but once you’re there and
you’ve picked your item out—
there is perhaps a half an hour
between when you decide and
when you get it—and actually,
you’ve already ‘got it’ because
it’s in your hand as you bring
it to the checkout. So there is
not really an opportunity for
the reward system to drive
anticipation.”
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APPLIED INSIGHTS
1
Design for humans. Consider psychological aspects
when creating experiences, factoring in the power of
habit and ritual.
2
Engineer anticipation into your brand experience. Find
a way to encourage consumers to enjoy the planning,
researching and anticipation stages of the purchase
process. Remember that instant gratification isn’t always
the most positive thing for consumers, even in an
on-demand world.
3
Use “surprises and delights” to your advantage. Without
turning brand communications into a carnival of push
notifications and flashing buttons, you can still create
pleasurable moments of anticipation around routine
events for a brand. Smart marketers will play around
with game mechanics in the shopping and purchasing
process, while ensuring it doesn’t get in the way of
simplicity and service.
Emailing digitaldopamine@razorfish.com will provide pleasurable
anticipation and instant gratification. Side effects: may condition you
to make smart(er) business decisions.
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CHAPTER 5: EMERGING MARKETS IN THE FAST LANE
Consumers in Brazil and China have higher expectations
of tech-enabled experiences than other regions, making
them important markets to watch.
KEY INSIGHTS:
1
Consumers in Brazil and China are tech-hungry early adopters. This data shows
that Internet users in these markets rely on technology for every part of their lives and
continually look for more ways to integrate it.
2
Consumers in countries with lower Internet penetration may be the most demanding
online. There are unexpectedly high expectations for digital services and websites
in countries with lower Internet penetration. In particular, there is a very strong desire in
Brazil and China for e-commerce to improve.
3
Tech savvy spans all generations. While there is an important digital divide between
Millennials and Gen Xers in the United States and United Kingdom, these demographic
differences aren’t so pronounced in Brazil and China.
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“I SUSPECT THESE DATA ARE SHOWING
US THAT TECHNOLOGY IS A CORE ASPECT
OF CULTURAL PRIDE AND PROGRESS.
TECHNOLOGY IS TAKEN FOR GRANTED IN
SOME MARKETS, BUT FOR OTHERS, LIKE
CHINA, IT IS COVETED AND DEMANDED.”
— Michael Karg, International CEO at Razorfish
In Brazil and China, Internet penetration remains relatively low—46%
of China and 53% of Brazil, according to Internet Live 2014. While you
might expect that this would result in a less-demanding connected
population, the exact opposite is true. These laggards have leapfrogged
their more connected peers precisely because Internet is harder to
come by. The people who are online in these two countries tend to be
more tech savvy than the overall population—and thus show greater
facility with advanced technology. As a result, they have heightened
expectations of their devices and brands in the digital world. These
consumers have essentially skipped over the novelty stage of early
connectivity and gone directly to advanced behaviors and expectations.
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AN EVEN MORE DIGITAL FUTURE
devices through the Internet (84%
in China, 79% in Brazil) and in using
mobile payments (90% in China,
80% in Brazil). In the U.S. and U.K.
we see desire for a connected
household drop to 57% and 52%,
and mobile payment interest drop
to 57% and 55%, respectively. The
convenience of these technologies
is cited as an especially appealing
aspect. China resident Bang,
27, reveals that he loves mobile
payments because “scanning
a code to pay is so convenient—
and the less work I have to do, the
better.” Consumers in Brazil and
China are also more likely
(69% and 71%) than consumers
in the U.S. and the U.K. (57% and
56%) to believe that devices like
Google Glass will one day become
mainstream. Their eagerness for
integrating technology in all facets
of life paints a picture of a very
connected future for consumers in
these markets.
These early adopters show no signs
of stopping, expressing desire for
technology of all types, and even
for devices that are barely available.
For example, consumers in Brazil
and China expressed considerable
interest in controlling all household
Caio Del Manto, Head of Brand
Strategy and Creative Excellence
for LatAm, Mondelez, notes that
social networks have an important
effect on the rate of technology
adoption in Brazil: “Brazilian
VERY KEEN GROUP OF EARLY
ADOPTERS IN THESE MARKETS
China, in particular, is home to a
very keen group of early adopters.
Of consumers surveyed, 60% of
Chinese respondents considered
themselves the first among friends
and family to adopt new technologies, compared to 33% in the
U.S., 32% in the U.K. and 38% in
Brazil. Chinese consumers were
around twice as likely to read news
websites, stream movies and
shows, and read online reviews on
a daily basis as their counterparts in
the U.S. and U.K. Chinese
Millennial Sibly reaffirms, “Technology
is reflected in every aspect of my
life.” Additionally, an overwhelming
87% of Chinese consumers and
79% of Brazilian consumers report
often feeling dependent on technology,
demonstrating its extreme importance
in these markets.
consumers like technology but
don’t necessarily know a lot about
it. At the same time they’re hugely
interested in social networking, first
with Orkut then with Facebook.
Brazil had these huge digital leaps
as a country and leapt straight into
social networks. Then we went back
to technology and said we need
technology to help us. So social
networks have really been an entry
way into technology, and you could
say that they really pushed penetration of smartphones.” Smartphones
now represent 76% of all phones
in Brazil according to recent data
compiled by the Brazilian Electrical
and Electronics Industry Association.
TECH ADOPTION AND INTEREST
IS NOT DEPENDENT ON DEMOGRAPHICS
When it comes to technology,
generational differences are minimal
in Brazil and China, and in many
instances nonexistent, with an overall
enthusiasm for digital solutions across
the age spectrum. As opposed to
the U.S. and U.K., where Millennial
consumers exhibit distinct behaviors
from their older, less-connected
countrymen, consumers in Brazil
and China do not have vastly
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different patterns depending on
age. Instead, there is an overall
enthusiasm for digital solutions
across ages, likely due to the early
adopter aspect of Internet users
in those countries in general. Del
Manto explains: “When it comes
to technology, the overall behavior
amongst Brazilians is pretty much
the same. They love sharing stuff.
The main difference isn’t around
behavior but time—how much time
they spend and how accessible
technology is for them to do that.”
CONSUMERS IN BRAZIL AND
CHINA EXPRESS A PARTICULARLY STRONG DESIRE FOR
EXCLUSIVELY SHOPPING ONLINE
Online shopping is a more
established habit in Brazil and
China than in more developed
countries like the U.S. and U.K.
One demonstration of this is their
desire for all shopping experiences
to be exclusively online: 82% of
China and 74% of Brazil wish
that they could make all of their
purchases online, numbers that are
much more compelling than their
American and British counterparts
(51% and 49%, respectively).
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“THE ONLINE STORES ARE OKAY, BUT I’D LIKE
IT [THE EXPERIENCE] TO BE MORE DYNAMIC,
MORE ENJOYABLE. THIS WOULD MAKE ME
BUY MORE. NOW I FIND IT SO BORING.”
TECHNOLOGY EXPECTATIONS
ARE HIGHER THAN IN OTHER
MARKETS
While Internet users in Brazil and
China are more likely to consider
themselves early adopters and tech
enthusiasts, their digital standards
are also amplified. Seventy-nine
percent of people in China and 87%
of people in Brazil believe that most
online shopping sites need improvement. Compared to only 52% in the
U.S. and 50% in the U.K., that is a
lot of unsatisfied consumers. Luiza,
a 30-year-old doctor who lives
in Brasilia, explains that “the online
stores are okay, but I’d like it [the
experience] to be more dynamic,
more enjoyable. This would
make me buy more. Now I find it
so boring.”
With high standards and multiple
options, it is clear that an engaging
and intuitive digital experience is
key for increasing basket size and
fortifying brand perceptions. This is
especially true in Brazil and China,
where 92% and 84% of consumers, respectively, say a bad brand
website negatively impacts their
opinion of that brand—a feeling that
is more pervasive in these emerging
markets than in the U.S. and U.K.
(73% and 79%).
Although consumer complaints are
often about site experience, some
concerns regard factors that brands
may not be considering. Thirty-oneyear-old Raissa, who lives in Araras,
a small town two hours from Sao
Paulo, notes that she’d “like to shop
more online, but it’s always hard to
schedule a delivery time, and, as me
and my husband are not always at
home, the product goes back to
the central mail.” In this same vein,
a whopping 90% of Brazilian
consumers cited shipping costs as
a determining factor in purchase
decisions.
EMERGING DIFFERENCE: BRAZIL
IS CURRENTLY MORE RECEPTIVE
TO TRADITIONAL ADS THAN
CHINA
One key difference between Brazil
and China: Brazilian consumers are
more receptive to traditional ads
than people in the U.S., U.K. and
China. In the latter three countries,
traditional advertising ranked fourth
or fifth in influence, behind word of
mouth, online consumer reviews,
online industry reviews and, in
China, social media posts from
friends and family. In Brazil, however,
traditional TV, print and radio
advertising was ranked second in
purchase influence, behind only
word-of-mouth. On the other side of
the spectrum, 69% of consumers in
China declare that they do anything
they can to avoid seeing advertising.
CHAPTER 5
| RAZORFISH
|
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34
APPLIED INSIGHTS
1
Empower your customer. Inflexible returns policies, in particular, are a major point of
friction in both the online and offline retail experiences. A good return policy is an easy
way to differentiate your brand from the competition, build loyalty and earn trust.
2
Design for the digital blur. If consumer journeys criss-cross between online and offline,
then your retail experience should reflect this. Map some prospective customer paths
through various platforms and devices to understand how shoppers’ lives unfold and
intersect with your brand, and remember to prioritize mobile throughout this journey.
Seamless commerce matters. Help us help you. Connect with the Razorfish team at digitaldopamine@razorfish.com.
CHAPTER 5
| RAZORFISH
|
|
35
CONCLUSION
With this research, Razorfish aimed to discover the hidden side of
ongoing digital transformation by illuminating the gaps in our knowledge
about how people interact with the increasingly connected world
around them. We unearthed quite a few interesting findings, including
the generational chasm between Millennials and Gen Xers, the
importance of providing true value through marketing and the bifurcation
of expectation between developed and developing markets, to name
a few.
But one finding emerged with ringing certainty: No longer is it sufficient
for a brand to promise the world in vague terms without truly delivering
upon that promise. Instead, companies must provide real value in the
lives of consumers, adapting their practices to fit the high expectations
of digital natives around the world. Whether through flexible return
policies, customer-first privacy protocols or superior online experiences,
brands must expand their vision beyond their product to create
moments of value in their customers’ journey.
This report and its findings are tools to shape better brand-consumer
relationships in tomorrow’s digital world, exposing the key trends
shaping marketing in 2015 and beyond.
RAZORFISH
|
|
36
Interested to learn more about our findings? Contact Razorfish at digitaldopamine@razorfish.
com for industry-specific data analyzing the apparel, automotive, financial services,
food & beverage and travel/hospitality industries.
Methodology Quantitative Methodology: Over 1,680 individuals with Internet access completed our survey in the
United States, United Kingdom, Brazil and China during the spring of 2014.
Qualitative Methodology: Nine 2-hour ethnographies were conducted in two U.S. markets and one U.K. market
during the spring of 2014.
This study was conducted in partnership with the Center for the Digital Future.

2015 GLOBAL DIGITAL MARKETING REPORT FROM RAZORFISH

Transcription

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